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Always Connected: Strategies for Fixed Mobile ConvergenceM d t Bill E J Vi P id t S i t Wh l l S l tiModerator: Bill Esrey, Jr., Vice President – Sprint Wholesale Solutions
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Bill Esrey, Jr. Vice President – Sprint Wholesale Solutions
© 2009 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
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Wireless Service is a Key Productivity Tool for Wireless Service is a Key Productivity Tool for Businesses, and Employers are Investing in itBusinesses, and Employers are Investing in it
Role of Wireless in Small BusinessEmployees in more than half of all small businesses use a mobile device of some kind for work. Half of those mobile devices are selected and paid for by the employer, with p y p ymost of the rest reimbursed.
Payment for Employee Devices
Small businesses are optimistic about growth p gin 2010, and tend to view wireless service as a key productivity resource.
Compass Intelligence. “Small but Plenty and Mighty: Understanding the Basics of Small Companies and Wireless Usage.” December 2009.H i I t ti W bi “M bilit M B i Th Wi l R d t P it ” A il 2009
© 2009 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
Harris Interactive Webinar. “Mobility Means Business: The Wireless Road to Prosperity.” April 2009.Enterprise Council on Small Business. “Choosing a Telecommunications provider: A Small Business Perspective.” March 2010.U.S. Census Bureau, 20073
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The Struggle for Mobile IntegrationThe Struggle for Mobile Integration VoIP
Business Customers2 phones and 2 networks creates problems Wire-
Seamless Function &
Reachability
2 phones and 2 networks creates problems
Duplication of IT & network related costs
Employees aren’t reachable – despite proliferation of communications mediums
less
Loss of productivity & inability to communicate effectively outside the office
Wireline Service ProvidersWireline Service ProvidersNeed a wireless offering but want to be more than a “me too” wireless provider
Want to deliver a seamless user experience for voice services – regardless of
mobile or wireline
Build a compelling bundle that will create “stickiness” and “complement, protect,
& grow” existing revenue streams
© 2009 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
& grow existing revenue streams
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Curtis HartmannCurtis HartmannDirector Product ManagementDirector Product ManagementDirector, Product ManagementDirector, Product Management
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Integrating Mobiles with all Carrier VoIP Models
Premises Fixed & Mobile
Mobile Only Hosted Fixed & Mobile
PBX/IP PBXFront OfficeCentrex on IP
phone PBX/IP PBXFront Office phone
BroadWorks Enabled Service Provider
PBX feat res onC t f t C t f t
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PBX features on mobile
“Mid-Large Enterprise”
Centrex features on mobile
“Micro-business”
Centrex features on mobile
“SME”
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Who is BroadSoft?
Industry-leading IP communications company for carriers• 11 years old with 350+ employees in 21 countries• Public Company (NASDAQ: BSFT)• Products: BroadWorks Application Server, PacketSmart
Innovator• 100% focused on IP comms – 1,200 person/yrs of investment• Single app server for consumer business mobile IMS NGN
Industry-Leading Ecosystem• End-to-end solution with leading equipment partners
• Single app server for consumer, business, mobile, IMS, NGN• Open extensibility (BroadSoft Xtended)
• Over 450 devices in interoperability program• Over 3,700 BroadSoft Xtended developers
Trusted Partner• Collaborative technology and go-to-market approach
Adopted Globally
Collaborative technology and go-to-market approach• Certified vendor status• TL 9000 quality certification - Carrier grade reliability
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• 15 of top 25 Service Providers • Over 425 customers in 65 countries• Broad experience with: CLEC, ILEC, PTT, OLO, MNO, MVNO
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How BroadSoft enables FMC for Wireline Operators
SIP Interoperabililty(MNO, PBX, IAD, IP Phone)
Built-in FMC featuresIndustry’s most deployed AS
for IPC & SIP trunking
Mobile Handset ClientsMNO Partner
C ll b ti GTM t
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Collaborative GTM support
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The Last Communications Company A Small Business Will Ever Need.SM
Vincent ZappaSenior Director, Mobile
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Cbeyond Business OverviewCbeyond Business Overview
Managed Services Providert S ll B i
Integrated suite of applications and services delivered to~53,000 small business customers in 14 major U.S. cities
Consultative selling built on culture of referrals~55 direct sales reps per marketDirect Selling Approach
to Small Businesses 53,000 small business customers in 14 major U.S. citiesSmall business market not adequately served by incumbents
p pSales model resonates well with entrepreneurs
g pp
All IP PlatformIP network affords application flexibility and advanced featuresLower cost structure relative to traditional networks
Proven, Replicable Model
Integration of wireline, mobile and IT services
Positive market-level operating cash flow typically within 2 yrsPositive free cash flow* typically within three yearsP di t bl d i th ith h k tPredictable revenue and margin growth with each market launched
CbeyondCbeyond’’s mission is to deliver s mission is to deliver ““big businessbig business”” IT and communications tools to IT and communications tools to
10*Adjusted EBITDA less Capital Expenditures
small business at prices they can afford and we can deliver profitably.small business at prices they can afford and we can deliver profitably.
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Our Target Market – The Small Business EntrepreneurOur Target Market The Small Business Entrepreneur
Cbeyond’s Approach to Sales & Marketing
Enterprise
Sa es & a et gDirect Sales Force: 80%Indirect Partners: 20%250+
• Regimented, consultative sales force
Cbeyond’sCustomer Profile~$708 monthly ARPU
8 voice lines
~20K
• ~55 sales reps per city• Door to door prospecting• Face to face,
consultative selling• Vertical marketing• +30% of sales from
8 voice lines
14 employees
7.6 applications
3 year contract
5 to 249employees SMB
(Small and MediumBusinesses)
1.5 million(Top 25 U.S.
cities)
SOHO
<5
+30% of sales from referrals
• Community involvementNo telecom/IT dept.
70% previously usedthe ILEC for voice
3.5 M
Cbeyond serves entrepreneurs who value customer service andCbeyond serves entrepreneurs who value customer service andproductivity enhancing applications over priceproductivity enhancing applications over price
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productivity enhancing applications over price.productivity enhancing applications over price.
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FMC Product StrategiesFMC Product Strategies
FMC will help Cbeyond to: 1) differentiate its services, 2) enable new revenues, and 3) reduce costs through improved operating efficiencies.
Mobile Extension OnlyLayers Cbeyond IP Centrex “like” services onto mobile“Configurable” single number solution
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reduce costs through improved operating efficiencies.
Single number can remain “company asset”SIM Ring / SEQ Ring / User defined call rules, etc.Call treatment managed entirely by CbeyondEnablement of entire Cbeyond Mobile subscriber base
Same as above including single number supportAdds support for PBX phones (fixed DID)Unified voicemail, active call transfer Cbeyond Virtual Receptionist integration
Mobile-to-PBX Phone22
Most importantly Most importantly –– our customers can have a unified experience across our customers can have a unified experience across communication mediums. communication mediums.
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Always Connected Fixed MobileAlways Connected Fixed Mobile Convergence
i h Z l l hLaith ZalzalahDirector – Wireless Solutions
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About Mitel
A leading provider of communications Mitel NetSolutions Complete localA leading provider of communications solutions for large multi-site enterprises, mid-sized corporations and small offices.
Operate from over 80 locations in over
Mitel NetSolutions - Complete local, long distance, Internet access and complex data network and wireless offerings
Operate from over 80 locations in over 90 countries.
Partner network of over 1,600 value-added resellers.
Solutions Include:– Local services – PSTN
and SIP services
– WAN technologies - MPLS VPLS OpticalUsing IP telephony as the enabler for business communications applications
WAN technologies MPLS, VPLS, Optical Ethernet
– Nationwide voice and data wireless services
Our portfolio of solutions are highly scalable, secure, easily managed, and provide 360 degrees of convergence to our customers.
slide 14Mitel | Confidential
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Simply Connected – No Limits
Single number reach– One number, one mailbox, multiple devices
Consistent dialing plan and feature set for both mobile and office desk phone
Ability to move calls seamlessly and transparently between mobile y y p yand desk phones
Extending UC features/applications to mobile devicesH ld t f f t– Hold, transfer, conference, etc.
– Corporate Directory
– Presence
– Collaboration and Instant Messaging
Communications With No Boundaries
slide 15Mitel | Confidential
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Stefan BewleyDirector, Altman Vilandrie & Company
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Mobile Challenges for Fixed Line CarriersWhile the strategic imperative is clear, the successful introduction of mobile services to your commercial customer base is challengingyour commercial customer base is challenging
Key Mobile Challenges for Fixed Line Carriers
Sales Channel Alignment(Who?)
Corporate liable purchasingExisting sales contact (e.g., IT vs. Office Manager)
Product Differentiation(What?)
“Me-too” mobile productEnhancements to core product
Operational Expertise(How?)
New operations: devices, fulfillmentExisting operations: care, billing, tier 2 support
Return on Investment(Why?)
Standalone economicsUpside benefits to core business
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AV&Co. OverviewAV&Co. is a strategy consulting firm that focuses exclusively on the communications, media smart grid and related technology and investor sectorsmedia, smart grid, and related technology and investor sectors
AV&Co. Communications and Media Client Ecosystem
Company OverviewEcosystem
Background
• Founded in 2002
• 50 Consulting ProfessionalsCommunications
Companies 50 Consulting Professionals
• Headquartered in Boston
Value Proposition
S i li t i th C i ti
Companies
Utility & Smart Grid • Specialists in the Communications,
Smart Grid, Media and Technology Sectors
• Fact-based, analytical approach to problem solvingTechnology
& Media
Smart Grid Companies
• Deep economics and financial capabilities
• Investment firm expertise and perspective
& Media Companies
Investors
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Always Connected -St t i f Fi d M bil CStrategies for Fixed Mobile Convergence